1. © 2006 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco Learning Credits Leverage Training to Drive Customer Value

2. © 2006 Cisco Systems, Inc. All rights reserved.Cisco Confidential 2 Cisco Learning Credits (CLCs) What Are They?  CLCs are pre-paid training dollars that are converted to units called "credits"  Each Learning Credit carries a face value of $100 USD and is used towards training with authorized, participating Cisco Learning Partners  CLCs foster learning by making it a default part of every network solution  CLCs are ordered like a Cisco product or service  CLCs are valid for one year from date of activation  Credits are registered, redeemed and monitored in an online database called the Learning Credits Management Tool (LCMT)

3. © 2006 Cisco Systems, Inc. All rights reserved.Cisco Confidential 3 Cisco Learning Credits (CLCs) What Can They Be Redeemed For?  Authorized Training From Cisco Authorized Learning Partners or Cisco Advanced Services Education Packaged, Certification or Custom Training  Cisco Live Virtual subscriptions  Registration at Networkers/Cisco Live Events (USA only)  Certification Labs as part of authorized training

4. © 2006 Cisco Systems, Inc. All rights reserved.Cisco Confidential 4 How Do CLCs Benefit our Customers?  CLCs empower customers to better optimize their Cisco network investment and benefit from a well-trained IT staff.  Specifically, CLCs: Eliminate the need to allocate funds for training on an ad hoc basis Reduce the time, effort, and expense of generating multiple purchase orders for training Simplify the administrative process between the customer and the Authorized Cisco Learning Partners Offering a training mechanism, which is an integral and indispensable piece of the networking solution Encourage discussion about training needs at the point of technology acquisition instead of as an afterthought

5. © 2006 Cisco Systems, Inc. All rights reserved.Cisco Confidential 5 CLCs Benefit Cisco Channel Partners  CLCs enable Partners to Close Deals! Provide CLCs in lieu of greater discounts Drive Incremental Revenue Increase Deal Size  CLCs help open new opportunities: Support Advanced Technology Growth Provides Competitive Advantage Address RFP Requirements for training Build customer loyalty  Drive more effective use of Partner SE’s time: less post sales support & training  Partners can use to develop their own staff and meet internal training requirements  Distributors and DVARs receive 10% Resell Margin

6. © 2006 Cisco Systems, Inc. All rights reserved.Cisco Confidential 6 Why Should Cisco Sales Teams Care?  CLCs enable Account Teams to Close Deals! Provide CLCs in lieu of greater discounts Incremental Revenue—include training with product sales Increase Deal Size  CLCs help open new opportunities: Support Advanced Technology Sales Provides Competitive Advantage Meet RFP Requirements for training Build customer satisfaction and loyalty  Drive more effective use SE’s time: less post sales support & training delivery  CLCs Sales are eligible for Sales Compensation

7. © 2006 Cisco Systems, Inc. All rights reserved.Cisco Confidential 7 Highlight Value of Authorized Learning  CLCs Maintain Learning Integrity. Only Authorized Cisco Learning Partners can offer: Latest content authorized by Cisco and created by Cisco product teams Certified Cisco Instructors Strict quality guarantee managed by a Cisco online evaluation system Virtual practice labs using the latest Cisco equipment Simulations created by Cisco to help prepare for Cisco exams Comprehensive learning needs and skills-gap analysis Customized courses that use Cisco intellectual property

8. © 2006 Cisco Systems, Inc. All rights reserved.Cisco Confidential 8 How to Include CLCs in a Sale?  Sell as line item on your order, just like you would sell a router or switch  Leasing: Add to your Lease with Cisco Capital  Use money available from a Cisco Trade-In Migration Program (CTMP) to purchase CLCs  Discounts—Use Learning Credits as an alternative to cash discounts  Revenue Transfers (requires an approved DSA)

9. © 2006 Cisco Systems, Inc. All rights reserved.Cisco Confidential 9 How Much & What Training to Sell?  Use the Cisco Training Map to Build a Learning Plan for your customer  Work with an Authorized Cisco Learning Partner to customize a training plan with specific courses  For rough estimates, use generic technology based approach, depending on customer training requirements … Technology Solution Purchase Order Line item Learning Credits per student Training Value in USD Core Routing & SwitchingAdd 170 Cisco Learning Credits$17,000 Data Center TrainingAdd 170 Cisco Learning Credits$17,000 IP Telephony TrainingAdd 150 Cisco Learning Credits$15,000 Security Training Add 150 Cisco Learning Credits $15,000 Wireless TrainingAdd 80 Cisco Learning Credits$8,000

10. © 2006 Cisco Systems, Inc. All rights reserved.Cisco Confidential 10 Where Do I Go for More Information?  To learn more about the benefits of Cisco Learning Credits and how they can drive growth, accelerate the adoption of Advanced Technologies and close current business, use the following sites: Public: http://www.cisco.com/go/learningcredits Success Stories: http://wwwin-dev- new.cisco.com/wwchannels/pde/sales_success_stories.shtml  List of Authorized Cisco Learning Partners: http://www.cisco.com/go/learningpartners  Learning Credits are NOT valid in all countries. For a list of available countries, select the Countries of Operation document at: http://wwwin.cisco.com/go/ciscolearningcredits  How do you estimate how many credits you need? Go to the Training Map for an estimate of each course http://www.cisco.com/go/trainingmap

11. © 2006 Cisco Systems, Inc. All rights reserved.Cisco Confidential 11